Job description for IT Sales Manager at PT Usaha Trinitas Makmur
Location: Jakarta, Indonesia
Employment Type: Full-Time
Salary: IDR 15,000,000 – 20,000,000 gross/month
Reports To: Owner / Director
Team: Sales Executives
About the Role
Telcora is looking for an experienced Sales Manager to lead and develop our B2B sales team in the FTTH, networking, and telecommunications market.
This is a hands-on sales leadership role. You will own the team’s revenue number and be responsible for building the sales strategy, setting targets, developing a strong pipeline, coaching Sales Executives, managing key accounts, and ensuring the team consistently delivers results.
We are not looking for a manager who only reviews reports. We need someone who can lead from the front, work directly with customers, coach the team in the field, and build a disciplined sales organization.
Key Responsibilities
Own and deliver the monthly and annual team revenue targets.
Develop and execute Telcora’s B2B sales strategy for the Jakarta market.
Set individual targets and KPIs for Sales Executives.
Build and maintain a qualified sales pipeline of at least 3x the monthly sales target.
Conduct structured weekly pipeline and performance reviews.
Coach, develop, and hold Sales Executives accountable for their performance.
Spend at least 2 days per week in the field with the sales team, including customer visits and key account meetings.
Personally support major negotiations and high-value opportunities.
Develop and maintain relationships with key customers, including ISPs, system integrators, contractors, installers, and other B2B accounts.
Identify new accounts, projects, vendor registrations, and business opportunities.
Ensure all sales activities and opportunities are accurately recorded in the CRM.
Maintain sales forecast accuracy within ±15%.
Monitor competitor activity, market trends, customer requirements, and pricing developments.
Work closely with Technical Sales Support, Procurement, Operations, and Management to ensure accurate quotations, product availability, and customer delivery commitments.
Provide management with clear sales forecasts, pipeline visibility, risks, and action plans.
Monthly Performance Scorecard
The Sales Manager will be measured against clear monthly performance indicators, including:
Monthly Team Revenue Target: Achievement against agreed target
Pipeline Coverage: Minimum 3x monthly team revenue target
Forecast Accuracy: Within ±15%
Field Leadership: Minimum 2 field days per week with the team
Sales Executive performance against individual quotas
New customer and vendor registrations
Key account development
CRM and pipeline discipline
Conversion of qualified opportunities into revenue
Requirements
7–10 years of B2B sales experience, preferably within FTTH, fiber optic, networking, telecommunications equipment, ISP solutions, or technical distribution.
Minimum 3 years of experience managing a sales team.
Proven track record of achieving and exceeding sales targets.
Strong knowledge of the Jakarta ISP and networking market.
Existing network of ISPs, system integrators, contractors, installers, or related B2B customers is highly preferred.
Must already understand key FTTH concepts and products, including:
PON / FTTH architecture
Fiber optic cables
PLC splitters
ODP and closures
Pigtails and patch cords
Networking products and related infrastructure
Strong pipeline management and forecasting capability.
Comfortable using CRM and managing sales through measurable data.
Strong commercial negotiation and closing skills.
Able to coach and develop Sales Executives.
Strong communication, leadership, and problem-solving skills.
Highly accountable and results-driven.
What We’re Looking For
We are looking for a player-coach who takes ownership of the number.
This role is suitable for someone who combines sales strategy, strong customer relationships, technical understanding, and disciplined team leadership.
What We Offer
Gross monthly salary: IDR 15–20 million
Opportunity to build and lead Telcora’s expanding B2B sales team
Direct reporting to the Owner / Director
High level of ownership over sales strategy and execution
Opportunity to shape Telcora’s growth within Indonesia’s FTTH and networking market
